12 Questions
What issue does Rehan have with Tushar's leadership style?
Over-involvement in sales techniques
What was the reason Kiran concluded that Tushar's leadership style was problematic?
Tushar got over-involved with sales techniques
Which of the following best describes Tushar as presented in the text?
Dedicated and hardworking
What is the role of Ainsley in the context provided?
ERP optimization team member
Which solution technique did Kiran not suggest for resolving the issue with Tushar's leadership style?
Creative solution
What was the main complaint Rehan had about Tushar's behavior towards clients?
Over-involved in calls
In Ainsley's scenario, what is a measure of success for the new hires training program?
95% of the new hires completing the training
What is Brian's goal in running roadshows for the SOA team in Q2?
Drive customer referrals through roadshows
What should Brian measure to determine the success of his roadshow campaign?
Percentage increase from previous sales baselines
What is the primary criterion for winning the quarterly sales challenge that Zach and his team are participating in?
The team with the highest revenue at the end of the quarter
Based on the Ease and Effectiveness Matrix, how would you categorize Client A dealt with by Zach?
High-Ease, Low-Effectiveness
What is NOT a goal of running roadshows for the SOA community according to the text?
Gaining experience in organizing events
Study Notes
Leadership and Management
- Tushar, a sales manager, is known for his dedication and hard work but has a leadership style issue, as he tends to get over-involved with sales techniques, calls out issues in front of clients, and doesn't take criticism well.
- To resolve the problem, Kiran, Tushar's manager, can use techniques such as:
- Interim solution
- Adaptive solution
- Preventive solution
- Corrective solution
Sales Training and Development
- Ainsley, a sales trainer, is responsible for training new hires for up-selling and cross-selling opportunities from the existing portfolio of ERP services.
- The new hires are responsible for:
- Reducing the cost of customer acquisition
- Enhancing customer retention rates
- Reducing the sales cycle
- Ainsley's training program success criteria include:
- 95% of new hires completing the training
- Selling opportunities increasing by more than 5%
- The sales cycle reducing by at least a month
Event Planning and Marketing
- Brian, from the Service Oriented Architecture (SOA) team, has planned to run 30 roadshows in Q2 to:
- Bring together the SOA community in-person
- Exchange ideas on how to increase sales volume
- Help the organization generate leads for its tools and solutions
- Drive customer referrals
- Brian's campaign success criteria include:
- How well he stays within the budget
- Percentage increase from previous sales baselines
- The likeliness of a customer referring Brian's team to others using NPS
Sales Strategy and Planning
- Zach, a sales lead with the Cloud Solutions Sales Team, is taking part in a quarterly sales challenge to win the champion's trophy.
- To win the challenge, Zach and his team need to use their time and effort efficiently to get the best returns from existing clients.
- Zach can use the Ease and Effectiveness Matrix to categorize clients and draw up a winning strategy.
Prepare for the graded quiz on Solving Problems with Critical and Creative Thinking. Test your knowledge and skills in critical thinking. Receive feedback and learn how to improve your problem-solving abilities.
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